Episode 6:
Liz Pulice outlines the Revenue Operating Rhythm and its impact on sales productivity and excellenceAbout this episode
Liz Pulice brings a special blend of hands-on experience and executive leadership skills. She has many years of go-to-market strategy, operations and revenue and sales enablement activities. She's carried a bag and run operations. She is a fellow founding member of the Sales Enablement Society, and a sought after industry speaker
Liz focuses on operational excellence, aligning with strategy and managing stakeholders. At the same time, her background in psychology and the sciences gives her an understanding of the cognitive processes that we strive to influence through enablement.
We discuss the issues of organizational dynamics and change management. A good understanding of change management, by the way, is critical to successful enterprise selling. After all, enterprise sales is all about setting/communicating strategic goals and the expectations for those involved. (Sounds like sales, right?)
Liz introduces the concept of revenue operating rhythm -- the "ROR" as she calls it.
Join our conversation on revenue operations and enablement -- how Liz defines it, how the focus has gone from sales support and training to a complex dance between the various involved parties - sales leadership, product management, sales enablement, human resources, engineering, finance and more.
Key takeaways of our conversation:
- A revenue operating rhythm - ROR - can drive higher productivity and effectiveness for the organization
- Any employee can find themselves customer facing at any time - ensure that all are appropriately enablement with the company value props
- Revenue operations can look a bit like the operations of a Michelin four star restaurant - lots of activity in the kitchen, smoke, fire, heat, people moving quickly, while out front fine dining and good conversations are being enjoyed